Final Requirements in Sales Management (Mark 4033)

Designing A Sales Training Program For Sales Professional

Submitted by:

Alejandro, Romeo Barlis, May Anne P. Capulso, Alyanna Mae Dayandayan, Gianne Karla Miguel, Samantha Samonte, Ma. Cassey Jeann Palanigo, Eilenette Ann Tampus, Lourence Temporada, Jerry

Submitted to:

PERLA BONCODIN-PATRIARCA

September 29, 2012 Date Submitted

The Company

Boardwalk Business Ventures, Inc. is a direct selling company with over 20 years of experience in the business. The company carries an extensive collection of affordable and trendsetting fashion pieces that are truly stylish and world-class. From casual to corporate clothes, underwear, jeans, shoes, bags, wallets, and fashionable timepieces for children, teens, and adults, Boardwalk has everything for everyone as the company continues to set new trends in the fashion industry. It started its operation in 1989 as garments manufacturing company. These pioneering efforts, paved the way to the success and expansion of an alternative distribution arm to supply the emerging market. This ushered in the defining years of Boardwalk Business Ventures Inc. Led by its stalwarts, President Bernardo H. Madera and Vice President Imelda P. Madera, Boardwalk has become a force in the Industry, becoming the measuring stick by which many others compare themselves to. To date, the direct selling business has over 1 million dealers, each and every one of them had their lives improved as Boardwalk remains ready and willing to provide every Filipino with the level of prosperity and abundance they can all look forward to. With over 50 full-blown branches and Branch Satellite Offices strategically positioned in key cities all over the country, the company continues to be steadfast in its pursuit to bring the Boardwalk brand to new heights. Awarded as the best direct sales company and one of the most outstanding organizations in the country, Boardwalk Business Ventures, Inc. is in the business of empowering people first as it takes pride in uplifting the lives of every Filipino with a brand that they can be proud of and call their own.

The company remains committed to dress millions of Filipinos around the world with the confidence needed towards the future. With Boardwalk Business Ventures, Inc., empowering people and bringing out the best that they can be is their top priority. Indeed, over the last 20 years, Boardwalk has created a worldclass brand made by the Filipino, for the Filipino. Through the years, the company has perfected the formula for successful Networking & Direct Selling techniques and strategies. Boardwalk has revitalized the industry by introducing a unique and hybrid Marketing Scheme designed for the business partners and potential entrepreneurs. Now, Boardwalk Business Ventures Inc. is still anchored on the same competency with an even more flexible approach to the market. Business partners have increased rapidly adding thousands of opportunities for potential entrepreneurs. To date, Boardwalk Business Ventures Inc. has 23 Branches and 26 Business Information Centers nationwide. It is continuously expanding to reach the growing Filipino consumers. The height of its growth and expansion, Boardwalk is joining the international scene in its operation sooner than anyone thinks.

Our VISION
Boardwalk is a globally-recognized institution of self-actualized people innovating systems and technology for a life-changing lifestyle brand.

Our MISSION
Uplift the quality of lives of people as it satisfies the lifestyle needs of the market through world-class products and services. Promote entrepreneurial spirit and generate employment opportunities for a selfactualizing career and a quality of life. Advocate social entrepreneurship by contributing philanthropic works and environmental programs. to society through

CORE VALUES
1. Professionalism The autonomous and disciplined pursuit of the highest standards of work within ethical and moral bounds. 2. Integrity The state of uncompromising character anchored on trust leading to empowerment.

3. Excellence The commitment to do the right thing right with competence for consistent quality result. 4. Dynamic Entrepreneurship The sense of ownership characterized by technology-driven innovativeness and accountability with cost-consciousness. 5. Customer-ship The primacy given to the convenience and highest satisfaction of all stakeholders for life long relationships and improved quality of life. 6. Respect The recognition of individuality and celebration of diversity in a global society. 7. Professionalism The autonomous and disciplined pursuit of the highest standards of work within ethical and moral bounds. 8. Integrity The state of uncompromising character anchored on trust leading to empowerment. 9. Excellence The commitment to do the right thing right with competence for consistent quality result.

10. Dynamic Entrepreneurship The sense of ownership characterized by technology-driven innovativeness and accountability with cost-consciousness. 11. Customer-ship The primacy given to the convenience and highest satisfaction of all stakeholders for life long relationships and improved quality of life. 12.Unity The synergistic team spirit and collaborative interdependence among committed and loyal people. 13.Sharing Spirit The caring passion and the compassion towards corporate social responsibility for the society and the environment.

How to earn at Boardwalk

Fun, Fashion, Fulfillment: an inspiring, enriching business community. Thats Boardwalk Business Ventures Inc., Your career is more than a business or commission check. It is a passion, a lifestyle, a sense of belongingness. It is honing your skills, cultivating your talents, enhancing your success. At Boardwalk, we provide you with two exciting options to earn: Direct-Selling: Get 25 % Lifetime Discounts You can sell all the products right from the catalogue & brochures then straight to the very homes of your customers. Networking: You simply earn by sharing the opportunity to others and you get paid through overriding commissions and bonuses from your leadership efforts. This opportunity offers an open ended professional solution. Free of all employment hassles. You are free to advance to the level you choose at your own pace.

What we offer
From casual to corporate clothes, underwear, jeans, shoes, bags, wallets, and fashionable timepieces for children, teens, and adults, Boardwalk has everything for everyone as the company continues to set new trends in the fashion industry. The company carries an extensive collection of affordable and trendsetting fashion pieces that are truly stylish and world-class.

OUTLINE SALES TRAINNG PROGRAM (with example)

I.

TITLE: YES TO BOARDWALK: A Training for an Effective and Strategic Selling Technique ATTENDEES: A Seminar Designed for 50 Sales Representative of Boardwalk Business Ventures, Inc. OBJECTIVES: To facilitate the salespersons to acquire the techniques and principles of salesmanship, process of sales, canvassing etc. To bring down the labor turnover in the sales force. To facilitate better sales performance. To improve the relations with the customers. To increase the efficiency of sales personnel. To keep the salesperson informed about the products, market, competitors etc., to face different situations. To lower the selling expense so as to increase the profits. To maintain sound relations between employer and employee. To develop better knowledge, and the ways and means to resist all undesirable situations.

II.

III.

IV.

METHODOLOGY Questionnaire Writing Materials (pen, paper, notebook, etc.) Handouts Slide Presentation

Training Method: Personality Development Communication Skills Development Learning Methods V. PARTICIPANTS 50 Sales representative from Boardwalk Business Ventures, Inc., lacking of the essential knowledge and experience in selling techniques. They are the professionals engaged in sales environment who are willing to broaden their knowledge by undergoing a training seminar to improved and develop their sales skills and strategies. VI. DURATION AND VENUE

It is a 2 days training seminar starting from 12:00 PM to 6:00 PM that will be held at WSI Corporate Center located in Makati City. It is designed with optimal form and function in mind, the WSI Corporate Center is an intelligent and sustainable facility that combines tasteful elegance with functional durability. Its proximity to the Makati Central Business District keeps the WSI Corporate Center alive with the spirit of dynamism and success. The 7-story building boasts of a multipurpose hall, an executive lounge, as well as training rooms and meeting rooms to accommodate various business and social activities. The multipurpose hall seats up to 150 persons, and spills out to a roomy deck that offers splendid views of the bustling commercial district. All function rooms are complemented by state-of-the-art audio-visual and multimedia equipment to enhance the experience.

VII.

STAFF AND THEIR RESPONSIBILITIES Dayandayan, Gianne Karla Miguel, Samantha Alejandro, Romeo Samonte, Ma. Cassey Jeann Temporada, Jerry Palanigo, Eilenette Ann

Event Coordinator

Documentation/Invitation

Program

Technical Facilities Finance

Capulso, Alyanna Mae Barlis, May Anne P.

a) Event Coordinator

Coordinates with renter's management to negotiate rental costs and determine requirements of renter in regard to technical, security and/or other requirements.

Ensures adequate staffing for events and schedules set-up, technical, stage and other crews accordingly; supervises crews during events.

Provides assistance and information to faculty, staff and outside organizations regarding facility use and capabilities. Maintains contact with speakers and sponsors via telephone or written correspondence.

Represents the group in public relations and on matters relating to events.

Facilitate operations and responds to emergencies, problems, etc., ensures all aspects of events are implemented and controlled according to plans.

Maintains direct contact with personnel Coordinates conferences and/or requested services including reserving conference rooms, determining catering needs, preparing conference materials, tracking various expenditures and revenues, collecting fees and maintaining any necessary records.

Coordinates, determines and/or arranges physical maintenance of facility as required; oversees daily security of facility; checks work of staff assigned in these areas.

Maintains inventory of facility/department equipment. Compiles material for event program Publicize the event by sending emails to the email list reminding all of the event, time, place, any special instructions, encourage registration, etc.

Coordinate directly with sponsors of the event Provide liaison with event sponsor before, during and after the event.

b) Documentation/Invitation

Responsible in making the invitations, sponsorship letters, plaque of appreciation that will be given to the speakers, certificate of participation, preparing training kits, handouts and other documentation.

c) Program

Plan, coordinate and implement activities for attendees Establish policies, procedures and safety guidelines for the training program

Purchase, maintain and inventory all program equipment Evaluate programs and provide feedback as needed

Coordinate necessary equipment procurement and maintenance Communicate policy and information to program staff Maintain open communication lines among participants Assist with program finance head Maintain program expenditures within budgeted parameters

d) Physical Facilities

Introduce the seminar by clarifying the seminar type and objectives as well as key ideas and values

Immediately describe the connection between the ideas/values and the seminar goals.

Distributing seminar kits Think about the ideas and values expressed in the dialogue. Question the participants in order to nurture increased understanding.

Listen actively to each participant and form follow-up questions. Limit speaker talk turns and talk time; distribute participant talk turns and talk time.

Map the seminar by recording the amount and type of participation as well as the ideas.

e) Technical

Perform all levels of tasks such as troubleshooting and resolving technical problems.

Ensures that there are technical procedures, documentations and standard policies put in place, which he reviews on a regular basis.

Implements hardware standardization, clustering and capacity planning for high availability of equipment and applications.

f) Finance

Prepares the financial budget Manage the financial resources Supervises business performance and takes steps to improve the performance

Responsible for account monitoring Effectively coordinating with the other staffs in addition to the above mentioned job responsibilities. This is because all the other staffs are connected with the finance section.

VIII.

SPEAKERS AND SPONSORS

Personality Development:

Lloyd Luna He owns the Monday which is a personal development company in Manila, Philippines that provides motivational keynote speaker during sales conventions and other corporate events in Asia. It also offers corporate training, business consultancy, and organizational development programs.

Communication Skills Development:

Maria Monica Prado She is the lead Communication Training Consultant and founder of Communicare Training and Development. Monica began to develop her expertise in communications when became a student DJ on an FM radio station. She eventually served as a full-time trainer for a large electric company and an executive search firm in the business process outsourcing industry.

Carmina Pealosa-Bergonia She is an internationally certified image consultant and is the owner of Icon Image Consulting. She is also the Business Development Manager of PAMAV Training Institute. Carmina aims to empower individuals and organizations to achieve their full potential in the aspects of appearance, behavior and communication.

Learning Methods:

Vince Golangco He is a radio dj in mellow 94.7, editor-in-chief and creative director of wheninmanila.com, television show host on the Global News Network. He has over 10 years of international experience in marketing, advertising and creative writing. He is also an events host and a professional speaker who talks Personal Branding, Leadership and more.

Eduardo L. Roberto He is a Filipino professor who is considered Asias foremost authority in marketing. He was the Coca-Cola Foundation professor of international marketing at the Asian Institute of Management.

Imelda P. Madera She is the vice president of the Boardwalk Business Ventures, Inc. She is also the wife of the president of the said company and one of the founders.

Sponsors:

IX.

FINANCE/ BUDGET ALLOCATION Venue Equipments Professional Fees/Honorarium Food/Refreshments/Catering Tokens Seminar Kits Advertising and PR Others TOTAL P5,000 P1,500 P10,000 P7,000 P1000 P1500 P2,000 P2,000 P30,000

X.

EVALUATION 5-Excellent; 4-Very Satisfied; 3-Somewhat Satisfied; 2-Less Satisfied; 1-Unsatisfied 5 Venue Speakers Activities Program Facilities Hosts 4 3 2 1

XI.

FOLLOW-UP Sample Follow-Up Script Me: Good Morning, Mrs. Madera. Hi, this is May Anne P. Barlis. I am one of the organizers of your training seminar last September.

Mrs. Madera: Yes, hello. What can I do for you? Me: I just want to know the improvement of your salespersons that attended the training program. Mrs. Madera: Oh, thank you for asking. They are doing well. They are already selling on their own. They are handling big projects now. I owe it to all of you. Me: They are very knowledgeable and willing to learn. Also, your company treats them well thats why. Thank you, Maam for your time. Call me please if there is a problem and if ever you need another training program for your salespersons. Mrs. Madera: But of course I will. Me: Good day Maam.

XII.

OTHERS Certificate of Participation

Invitations

Program Flow

Pictures

 Sample of the Training Kit

Handouts